Proceedings of the 12th European Conference on Knowledge ...

Simona-Clara Bârsan, Mihaela-Georgia and Dan Săvescu
and, implicitly, to a bigger energy consumption. But, both <strong>the</strong> shape and <strong>the</strong> luster <strong>of</strong> <strong>the</strong> used mirrors
are relatively easy to be remade (Gay, 1997).
According to <strong>the</strong> economic agent needs, <strong>the</strong> technology can be easily adapted for o<strong>the</strong>r heating /
drying processes as well (preparing various surfaces for technological processes, heating / drying in
food industry, in constructions).
4. Transfer process
4.1 Outlines <strong>of</strong> <strong>the</strong> negotiation phase:
<strong>the</strong> team <strong>of</strong> <strong>the</strong> buyer presented itself very well documented, well prepared, having specialists in
<strong>the</strong> technical, economic, legal and communication field;
<strong>the</strong> inventor, on <strong>the</strong> o<strong>the</strong>r side, was not so well prepared from <strong>the</strong> economic point <strong>of</strong> view; he
started from <strong>the</strong> idea <strong>of</strong> recuperating <strong>the</strong> costs <strong>of</strong> production and 20% more, meaning <strong>the</strong>
minimum registered administration costs; he did not take into account <strong>the</strong> marketing expenses,
motivating that he, personally, did not put any money into it;
<strong>the</strong> representative <strong>of</strong> <strong>the</strong> technology transfer centre had an important role in all this process: first
<strong>of</strong> all, he managed to find a buyer for <strong>the</strong> inventions, evaluated <strong>the</strong> real costs <strong>of</strong> each invention,
using a proper methodology and finally proposed a correct selling price; <strong>the</strong>n, he managed to
sustain <strong>the</strong> inventor, during <strong>the</strong> discussions, providing arguments for <strong>the</strong> requested amount,
uprising it with approximately 26% from <strong>the</strong> initial <strong>of</strong>fer.
Last, but not least, he obtained a supplementary amount for <strong>the</strong> service provided and a draft <strong>of</strong>
future collaboration, for ano<strong>the</strong>r invention.
4.2 Cost estimation – obtained figures
For each technology, an estimation <strong>of</strong> <strong>the</strong> life cycle was made, compared to <strong>the</strong> experience in <strong>the</strong>
respective activity field; <strong>the</strong> obtained results allowed <strong>the</strong> estimation <strong>of</strong> <strong>the</strong> periods in which <strong>the</strong>
maximum and minimum pr<strong>of</strong>it could be obtained. The estimated was 2 years and 7 months, <strong>the</strong>
obtained was shorted with 2 months.
Market study: identification <strong>of</strong> possible clients; market trend; <strong>the</strong> estimated value to be obtained;
Knowledge phase <strong>of</strong> <strong>the</strong> invention at <strong>the</strong> moment <strong>of</strong> market analysis: exposure stage <strong>of</strong> <strong>the</strong> patent
application, laboratory stage, prototype stage or production stage;
Evaluation <strong>of</strong> production costs;
The production costs for <strong>the</strong> presented technologies were approximately 48% <strong>of</strong> <strong>the</strong> final obtained
amount.
The royalty obtained for each technology was:
for technologies 1- 4, approximately 25.000 Euro;
for technology 5, approximately 100.000 Euro.
These prices included all involved costs and <strong>the</strong> pr<strong>of</strong>it <strong>of</strong> <strong>the</strong> inventor.
4.3 Main advantages obtained by <strong>the</strong> SMEs:
Technologies no. 1-4:
very good costs / quality ratio, being thus very advantageous and assuring a great mobility <strong>of</strong> <strong>the</strong>
production capacity (<strong>the</strong> technologies are modular, <strong>the</strong> modules number depending on
necessities);
<strong>the</strong> electrolytic copper cathodes will be purchased on <strong>the</strong> internal market with lower prices than
those practiced by importers;
<strong>the</strong> copper and silver ions recovery from diluted solutions will have as effect, on <strong>the</strong> one hand, <strong>the</strong>
decontamination <strong>of</strong> used waters and, on <strong>the</strong> o<strong>the</strong>r hand, <strong>the</strong> possibility <strong>of</strong> revaluating some ra<strong>the</strong>r
expensive materials;
<strong>the</strong> solid waste (galvanic sludge) management will assure <strong>the</strong> valorisation <strong>of</strong> <strong>the</strong> toxic sludge
resulted in electroplating workshops;
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